Why Is Product Knowledge Important?

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Quick Answer

Product knowledge provides benefits for companies by ensuring employees know and understand the unique features and benefits of what their firm offers, in turn winning consumer support and trust, and ultimately boosting sales. Seeing that employees know their products and understand their unique attributes instills a sense of trust and respect in consumers. Having an intimate knowledge of how products work helps salespeople identify their value to a diverse group of consumers, in turn selling more items.

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In addition to appearing more trustworthy and knowledgeable, having an intimate knowledge of products improves confidence for salespeople. They are able to use that knowledge to accurately relay information to people regarding specific items, and can respond to questions without hesitation.

To get the best product knowledge, several techniques are available to help salespeople familiarize themselves with items and services. These include testing and using the products in their daily lives, studying product literature, browsing related websites and paying attention to customer feedback. This allows them to better respond to customer inquiries, with information about their own experiences with those items.

It also helps if salespeople stay abreast of the company sales history, and identify the most popular items. Additionally, attending training seminars and trade shows, reading industry publications and keeping an eye on competitors' actions, can help ensure their company offers the latest and greatest products.